The Role
Drive professional services opportunities in AWS's SMB segment, manage deal flow, achieve sales targets, and engage with clients.
Summary Generated by Built In
As part of our AWS Cloud Sales Center (CSC) funded partnership, we're seeking two Account Executives to drive large-scale professional services opportunities within AWS's SMB segment. You'll work directly from AWS offices in Arlington, VA (4 days/week required) to co-sell migration, modernization, and managed services engagements. This role reports to the VP of CSC Sales Strategy and works closely with 2 SMB-focused CSC Channel Representatives and our Boca Raton demand generation team.
Team Structure & Collaboration
· Work directly with 2 CSC Channel Representatives focused on SMB accounts who will qualify and pass complex/custom opportunities to you
· Channel Reps handle standardized offerings and entry-level engagements (typically under $100K)
· You handle custom scoping, complex migrations, and multi-service engagements
· Receive full credit for all opportunities closed by Channel Reps in your territory
· Partner with Boca Raton-based demand generation team (SDRs/BDRs) to create Partner Originated pipeline
· Coordinate with Channel Reps on account strategy for Target Customer list coverage
· Share best practices and wins to elevate entire CSC specialist team performance
· Note: VP also oversees 1 Startup-focused Channel Rep operating independently
Responsible for
· Achieve $2M annual professional services bookings target through migration assessments, modernization pods, and managed services contracts
· Generate 3-5 net new customers monthly to expand Innovative's footprint in AWS SMB segment
· Take direct ownership of all complex/custom opportunities identified by CSC Channel Reps
· Drive Partner Originated opportunities through coordination with Boca demand gen team
· Maintain 2:1 ratio of Partner Originated to AWS Originated opportunities
· Co-sell with AWS CSC sales teams on pre-qualified Target Customer accounts (<$30M revenue)
· Execute AWS Marketplace Private Offers for bundled professional services
· Maintain 40% pipeline-to-revenue realization rate
· Track all opportunities in AWS ACE system with proper attribution
· Support AWS ARR targets of $1.5M per specialist (tracked by AWS, measured for compliance)
· Partner with AWS PDMs on joint account strategies
· Execute quarterly Co-Sell Campaigns with AWS CSC teams
· Collaborate with internal delivery teams for seamless execution
· Participate in weekly pipeline reviews with CSC Channel Reps and demand gen team
· Travel to Seattle quarterly for AWS briefings
· Pipeline Generation Model
· Inbound from Channel Reps: Receive qualified complex opportunities from 2 SMB CSC Channel Reps
· Demand Gen Partnership: Work with Boca SDR/BDR team for outbound campaigns
· AWS Co-Sell: Leverage AWS CSC seller relationships for AO opportunities
· Direct Prospecting: Hunt within assigned Target Customer accounts
· Opportunity Handoff Criteria
How you will be successful
· Ability to orchestrate multi-source pipeline (Channel Reps, demand gen, AWS)
· Experience managing deal flow from multiple internal sources
· Deep understanding of AWS migration and modernization methodologies
· Track record selling $500K+ services engagements
· Strong executive presence for SMB C-suite engagement
· Expertise in AWS financial models and consumption patterns
· Proficiency with AWS ACE system and partner requirements
· Collaborative mindset to work with distributed team
What experience you need
· 5+ years enterprise technology sales, 3+ years selling professional services
· 2+ years within AWS partner ecosystem (preferred)
· Experience managing inside sales or channel-sourced opportunities
· Track record of achieving $1.5M+ annual quotas
· Proven ability to land 3+ net new customers monthly
· AWS Cloud Practitioner certification (required within 30 days)
· Bachelor's degree required; MBA preferred
Unique Requirements for CSC Role
· Must live within 45 minutes of Arlington, VA and commit to 4 days/week in AWS office
· Available for weekly virtual syncs with Boca Raton demand gen team
· Monthly travel to Rochester, NY for team meetings
· Quarterly travel to Seattle for AWS briefings
· Must focus exclusively on AWS services adoption via professional services
· Subject to semi-annual AWS performance evaluations
Compensation
· Base Salary: $150,000-$170,000
· Variable Compensation: $80,000-$100,000 (uncapped)
· Total OTE: $230,000-$270,000
About This Role
This position is part of a 4-person SMB-focused CSC specialist team funded through AWS, working in close coordination with our broader CSC initiative including 1 Startup-focused specialist. The SMB team operates as a cohesive unit with shared pipeline and credit structures designed to maximize market penetration and customer success.
Start date must be no later than October 1, 2025. Position requires immediate ramp to productivity with first deals expected within 30 days of start.
Innovative Solutions is an AWS Premier Partner committed to building the most effective CSC sales motion in the partner ecosystem. We offer competitive compensation, comprehensive benefits, and the opportunity to be part of a strategic growth initiative with full AWS support.
Top Skills
Aws Ace System
Aws Cloud
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The Company
What We Do
Innovative Solutions is focused on helping every small to midsize business, across the U.S. and Canada, leverage the power of the cloud to drive business growth. As an AWS Premier Tier Services Partner, we specialize in cloud consulting, cloud migrations, cloud optimization, and cloud-native development.
At Innovative, the customer always comes first. There is no ‘one size fits all’ mentality. Our team is flexible and will work with you to navigate the cloud in a way that aligns with your individual business needs. From the very first interaction, and every step along the way, we’re committed to doing what’s right for your business, your productivity, and your bottom line.
